Americus Reed

Americus Reed
  • The Whitney M. Young Jr. Professor
  • Professor of Marketing

Contact Information

  • office Address:

    764 Jon M. Huntsman Hall
    3730 Walnut Street
    University of Pennsylvania
    Philadelphia, PA 19104

Research Interests: how social identity, social influence, values, attitudes and judgments interact in shaping purchase decisions and consumer behavior.

Links: CV, Personal Website

Overview

For much more information, visit Americus’ PERSONAL WEB PAGE.

Professor Americus Reed is the Marketing Department’s only “identity theorist,” focusing his research on the role consumers’ self concepts play in guiding buying decisions. He examines how social identity, social influence, values, attitudes and judgments interact in shaping purchase decisions and consumer behavior, but from a social psychology point of view.

Most recently, Professor Reed studied brand identity by examining the triggers that lead consumers to identify with and become loyal to a product, brand or logo. Other recent research looked at judgments that are linked to a person’s identity are virtually immovable, or “sticky,” providing new information for marketing managers about product loyalty.

Professor Reed’s research has been published in top-tier academic journals including the Journal of Consumer Research, the Journal of Marketing Research and the Journal of Personality and Social Psychology. His teaching interests include courses in Consumer Behavior, Marketing Research, Marketing Management, Organizational Behavior and Social Psychology.

Professor Reed received his PhD from the University of Florida, and his MS and BA degrees from Georgia State University.

 

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Research

For much more information, visit Americus’ PERSONAL WEB PAGE.

  • Amit Bhattacharjee, Jonathan Z. Berman, Americus Reed (2013), Tip of the Hat, Wag of the Finger: How Moral Decoupling Enables Consumers to Admire and Admonish, Journal of Consumer Research.

    Abstract: What reasoning processes do consumers use to support public figures who act immorally? Existing research emphasizes moral rationalization, whereby people reconstrue improper behavior in order to maintain support for a transgressor. In contrast, the current research proposes that people also engage in moral decoupling, a previously unstudied moral reasoning process by which judgments of performance are separated from judgments of morality. By separating these judgments, moral decoupling allows consumers to support a transgressor’s performance while simultaneously condemning his or her transgressions. Five laboratory studies demonstrate that moral decoupling exists and is psychologically distinct from moral rationalization. Moreover, because moral decoupling does not involve condoning immoral behavior, it is easier to justify than moral rationalization. Finally, a field study suggests that in discussions involving public figures’ transgressions, moral decoupling may be more predictive of consumer support (and opposition) than moral rationalization.

Teaching

For much more information, visit Americus’ PERSONAL WEB PAGE.

Current Courses

  • MKTG711 - Consumer Behavior

    Marketing begins and ends with the customer, from determining customers' needs and wants to providing customer satisfaction and maintaining customer relationships. This course examines the basic concepts and principles in customer behavior with the goal of understanding how these ideas can be used in marketing decision making. The class will consist of a mix of lectures, discussions, cases, assignments, project work and exams. Topics covered include customer psychological processes (e.g., motivation, perception, attitudes, decision-making) and their impact on marketing (e.g., segmentation, branding, and customer satisfaction). The goal is to provide you with a set of approaches and concepts to consider when faced with a decision involving understanding customer responses to marketing actions.

    MKTG711001 ( Syllabus )

    MKTG711002 ( Syllabus )

Past Courses

  • EAS 499 - SENIOR CAPSTONE

    The Senior Capstone Project is required for all BAS degree students, in lieu of the senior design course. The Capstone Project provides an opportunity for the student to apply the theoretical ideas and tools learned from other courses. The project is usually applied, rather than theoretical, exercise, and should focus on a real world problem related to the career goals of the student. The one-semester project may be completed in either the fall or sprong term of the senior year, and must be done under the supervision of a sponsoring faculty member. To register for this course, the student must submit a detailed proposal, signed by the supervising professor, and the student's faculty advisor, to the Office of Academic Programs two weeks prior to the start of the term.

  • MKTG211 - CONSUMER BEHAVIOR

    This course is concerned with how and why people behave as consumers. Its goals are to: (1) provide conceptual understanding of consumer behavior, (2) provide experience in the application of buyer behavior concepts to marketing management decisions and social policy decision-making; and (3) to develop analytical capability in using behavioral research.

  • MKTG399 - INDEPENDENT STUDY

  • MKTG711 - CONSUMER BEHAVIOR

    Marketing begins and ends with the customer, from determining customers' needs and wants to providing customer satisfaction and maintaining customer relationships. This course examines the basic concepts and principles in customer behavior with the goal of understanding how these ideas can be used in marketing decision making. The class will consist of a mix of lectures, discussions, cases, assignments, project work and exams. Topics covered include customer psychological processes (e.g., motivation, perception, attitudes, decision-making) and their impact on marketing (e.g., segmentation, branding, and customer satisfaction). The goal is to provide you with a set of approaches and concepts to consider when faced with a decision involving understanding customer responses to marketing actions.

  • MKTG899 - INDEPENDENT STUDY

    A student contemplating an independent study project must first find a faculty member who agrees to supervise and approve the student's written proposal as an independent study (MKTG 899). If a student wishes the proposed work to be used to meet the ASP requirement, he/she should then submit the approved proposal to the MBA adviser who will determine if it is an appropriate substitute. Such substitutions will only be approved prior to the beginning of the semester.

  • MKTG952 - INFORMATION PROCESSING A

    The purpose of this seminar is to provide graduate students with a solid foundation for critical thinking and research in psychology and marketing on information processing related topics. Topics of discussion include consumer knowledge (learning, memory and categorization), attitude theory, persuasion, affect and social influence. The course draws from the literature in marketing, psychology and economics. The course will enable students to conceptualize, operationalize, and develop research ideas. Therefore, the focus is on understanding theoretical and methodological approaches to various aspects of consumer behavior, as well as advancing this knowledge by developing testable hypotheses and theoretical perspectives that build on the current knowledge base.

  • MKTG953 - INFORMATION PROCESSING B

    The purpose of this seminar is to provide graduate students with a solid foundation for critical thinking and research in psychology and marketing on information processing related topics. Topics of discussion include consumer knowledge (learning, memory and categorization), attitude theory, persuasion, affect and social influence. The course draws from the literature in marketing, psychology and economics. The course will enable students to conceptualize, operationalize, and develop research ideas. Therefore, the focus is on understanding theoretical and methodological approaches to various aspects of consumer behavior, as well as advancing this knowledge by developing testable hypotheses and theoretical perspectives that build on the current knowledge base.

  • MKTG995 - DISSERTATION

  • MKTG999 - INDEPENDENT STUDY

    Requires written permission of instructor and the department graduate adviser.

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Latest Research

Amit Bhattacharjee, Jonathan Z. Berman, Americus Reed (2013), Tip of the Hat, Wag of the Finger: How Moral Decoupling Enables Consumers to Admire and Admonish, Journal of Consumer Research.
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In the News

Nostalgia Is Not Enough: Why Consumers Abandon Legacy Brands

Consumers are creatures of habit -- so what makes them decide to turn away from brands they’ve supported for years?

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